Head of Business Development, OMS NORAM (US & Canada)

About the role

Manage Business Development function in the Americas
Direct the RFP process
Direct the management of the sales pipeline
Maintain business development reporting at both a regional and global level
Direct both internal and external marketing programs
Identify new customers and markets
Manage regional pricing in conjunction with global stakeholders
Pursue service excellence, optimum productivity, profitability and effective use of resources
Provide overall strategic leadership and promote a spirit of teamwork
Allocate resources effectively to new customer pursuits, geographies and projects
Ensure service excellence and motivate staff through effective leadership and career-pathing
Act as a senior point of contact and/or escalation for customers
Engage actively in the implementation of new customers and the addition of new functionality with existing customers, in conjunction with Customer Implementation, Business Solutions, Operations and IT teams

Responsibilities

• Drive an assigned geography and/or subset of customers, delivering continued pipeline development and new business wins
• End-to-end ownership of new customer acquisition, including win planning, value proposition creation and delivery, stakeholder management, and both commercial and technical proposals
• Build/maintain sustainable relationships with potential customers
• Ensure alignment of different ISC regions and functions as part of building complete winning value proposition for prospective clients
• Maintain and develop extensive supply chain management knowledge and expertise that can help differentiate DHL from the competition
• Collaborate effectively and extensively with wider DPDHL network in terms of both solution and overall pipeline development

Requirements

• Manage staff training and development to promote operational excellence and staff development
• Drive performance excellence
• Recognize and manage staff diversity, performance and or personality conflicts
• Leverage the competencies of project team members and internal/customer resources to enhance project quality and accelerate results

Qualifications

• Minimum 5-7 years Business Development experience with expertise in 3PL origin management and destination services; end to end supply chain
• Increasingly progressive growth in levels of responsibility and scope

Skills

• High level of commitment, very dynamic
• Sensitive to urgency and able to work/keep focus under pressure
• Very High level of Influencing skills to be used externally and internally
• Develop and communicate (internally and externally) complex and integrated commercial solutions at a high level
• Fully capable of executing at each stage of the sales cycle – initial relationship development, basic solutions design, systems demonstrations/expertise, presentation building, value proposition construction, and gaining senior executive buy-in
• Strong communicator at all levels; from clerical staff to board level both within and external to DHL
• Substantial knowledge of all supply chain products – Origin, Freight, DC, Transport, Visibility Systems, and good working knowledge of Contract Logistics (DC and Transport) operations
• Systems and/or IT experience is a bonus, including around EDI/API integrations, WMS, ERP, and TMS applications
• SaaS experience in either direct or indirect function is preferred but not required
• Project management experience a large plus including driving new systemic solutions and/or implementing a product development strategy
• Substantial Knowledge of Documentation and Global trade flows across the end to end supply chain
• Experience of developing international solutions of no less than 5 years for global customers working at a senior / board level
• Excellent Commercial Negotiator at Senior Management / Board level
• Experience of working with customers across Sectors and Regions
• Demonstrable and High-Level working knowledge of operational and commercial models globally
• Understanding of Market Characteristics and Market Dynamics across Sectors and Countries
• High Level Change Management experience
• Strong analytical skills combined with a systematic problem-solving approach
• Competency in Microsoft office tools: Word, Excel, PowerPoint, Visio, etc.
• Cross-cultural competence

Benefits

• Compensation: Competitive base salary plus role dependent performance-based incentives
• 401(k) Match: $1-for-$1 match up to 4% quarterly + 2% annual base contribution
• Stock Purchase Plan: Ability to purchase Deutsche Post AG shares at a discounted rate
• Medical: Comprehensive plans covering preventive care, inpatient/outpatient services, and prescriptions
• Vision: Optional coverage for exams, frames, and contacts
• Dental: Optional coverage for preventive, basic, and major services
• Paid Time Off: 7 major holidays, 8 floating holidays, and accrued vacation/sick days